Sales Head

Tata Consultancy Services is looking to attract a senior professional for the role of Regional Sales Head - Gothenburg who would be capable and interested in expanding TCS’ footprint and presence in the Swedish Market by focussing on select key accounts in the Gothenburg area. The role will be based in Gothenburg office of TCS.


The Regional Head would be responsible for acquisition of new customers, sales order book & revenues and client relationships with companies that are based in Gothenburg, Sweden.

Key Accountabilities:
§ Develop an account plan and sales strategy for the identified key accounts that ensures attainment of the company’s sales and revenue targets.
§ Building and converting a pipeline of qualified leads.
§ Acquisition of select companies with primary focus on acquiring & growing TCS’ business. Manage the Customer throughout the entire deal process, create compelling business solutions, presenting and proposing winning bids.
§ Leading sales pursuits in Gothenburg specifically focusing on large deals.
§ Booking new revenues from the acquired companies.
§ Managing a sales team


Key Qualities:
Candidates must be able to demonstrate all of the following:
§ Networked Sales Executive, with C-level connect, direct experience of shaping, qualifying, pursuing and closing high business value deals in the above sectors in Sweden.
§ CXO level personal stature and gravitas, capable of engaging with CXOs in a purposeful and credible manner to present strategic sourcing solutions.
§ Experience and Track Record gained in one of the world-leading IT Services companies, preferably with direct experience and detailed working knowledge of outsourcing business and global delivery model exposure.
§ Experience with IT Outsourcing (ITO), Applications Outsourcing (AM) would be acceptable experience.
§ Large Deals, Ability and network to identify large deals proactively would be preferred


Key Measures
§ New customer acquisitions
§ Total Contract Value Signed
§ Revenues from Signed Contracts


Candidates must be able to demonstrate most, if not all, of the following Role-specific skills:


§ Deal Origination: Must be able to seek out, identify, shape and qualify target deals and then lead the Customer through the early phases of the engagement life-cycle, targeting key stakeholders both inside the Customer’s organisation as well as within TCS – able to lead and direct a diverse team of Local and Off-shore Outsourcing professionals (Sales Executives, Client Managers, Solution Architects, Pricing and Service Delivery)
§ Sales Management: As the primary responsible person for the key accounts, experience of operating in a Sales leadership capacity within a Global Services environment would be an advantage
§ Customer Focus: track record of delivering a high level of service to the customer.
§ Account Leadership: Previous leadership experience within a key or large Account environment.
§ Team Player: thrives in a team environment, committed to pulling together to deliver challenging goals and enjoys shared success.